Director - Government Solutions EMEA

Allen & York; Greater London; On-site; GBP 140,000 - 210,000; Full time

Job summary

Allen & York Ltd. is partnering to appoint a Director of Government Solutions – EMEA, responsible for growing revenue across Europe, the Middle East and Africa.

You will own regional business development, secure major contracts and expand relationships in aviation, energy, logistics and related sectors. Reporting to the SVP, Government Solutions, you will lead tenders, pricing, and strategic account growth while collaborating with internal teams on profitable solutions.

Qualifications

• Experience leading business development, capture or commercial leadership.
• Demonstrable track record of winning major contracts and expanding accounts.
• Experience navigating government procurement processes and tenders.

Responsibilities

• Identify, develop and secure opportunities across government and strategic accounts.
• Lead complex tenders and bids from qualification through pricing and contract award.
• Develop and manage relationships with senior government, procurement and commercial stakeholders.
• Drive expansion across existing accounts with additional services, locations and volumes.
• Influence procurement and shape customer requirements for formal tenders.
• Guide pricing, margins, profitability and contractual risk discussions.
• Develop regional growth strategies and partnerships across EMEA.

Skills

Business development

Strategic account management

Tendering & bids

Pricing & profitability

Government procurement

International markets

Job description

Are you a commercially driven business development leader with a proven track record of winning complex contracts, developing strategic accounts and driving international revenue growth?

We are partnering with a leading international fuel and energy services organisation to appoint a Director of Government Solutions – EMEA, responsible for growing its business across Europe, the Middle East and Africa.

The organisation delivers critical fuel supply, logistics and operational support services to government organisations and international customers operating in some of the world's most demanding environments.

This is a senior commercial leadership opportunity, and we're particularly interested in individuals from aviation, fuel, energy, logistics, transportation or operational support sectors. A traditional military or defence background is not essential.

The Opportunity:

Reporting to the SVP, Government Solutions, you'll take ownership of regional business development and strategic account growth across EMEA, identifying new opportunities, securing major contracts and expanding existing customer relationships across aviation, marine and land-based fuel services.

Key responsibilities will include:

• Identify, develop and secure new business opportunities across government and strategic commercial accounts.
• Lead complex tenders and bids, from opportunity qualification and proposal development through to pricing, negotiation and contract award.
• Develop and manage strategic customer relationships, engaging senior government, procurement and commercial stakeholders.
• Identify opportunities to expand existing accounts through additional services, locations and contract volumes.
• Influence procurement processes and shape customer requirements ahead of formal tender opportunities.
• Drive commercial decision-making around pricing, margins, profitability and contractual risk.
• Develop regional growth strategies, identifying priority markets, customers and strategic partnerships.
• Collaborate with internal commercial, operational, finance and compliance teams to deliver profitable solutions.

About You:

We're looking for an established commercial leader who combines strong business development credentials with the ability to manage complex customer relationships across international markets.

You'll ideally bring:

• Experience in business development, strategic account management, capture or commercial leadership.
• A demonstrable track record of winning significant contracts and growing strategic accounts.
• Experience leading formal tenders, bids, proposals and commercial negotiations.
• Confidence engaging senior government, procurement and commercial stakeholders.
• A strong understanding of pricing, margins, profitability and contract structures.
• Experience navigating complex procurement environments, ideally involving government or multinational organisations.
• International commercial experience, particularly across multiple EMEA markets.

Relevant industry backgrounds could include:

• Aviation and aviation services
• Fuel supply, distribution and trading
• Energy and commodities
• Logistics, transportation and supply chain
• Defence support and operational services
• Government contracting and mission-critical services

Experience working with government agencies, NATO organisations or defence procurement bodies would be advantageous, but direct military experience is not essential.

Additional Requirements:

• Existing right to work in the UK and eligibility for UK security clearance (NATO clearance eligibility also relevant).
• Working knowledge of anti-bribery legislation, sanctions and export controls.
• Willingness to travel internationally across EMEA.

Why apply?

An opportunity to take ownership of a strategically important regional growth agenda within an established international organisation, developing major customer relationships and securing significant contracts across diverse markets.

If you're a commercially driven business development or strategic accounts professional with experience in fuel, aviation, energy, logistics or operational support services, we'd be keen to hear from you.

For a confidential discussion, please get in touch.